COURSE OVERVIEW
Today customers want more than great products at great prices: they want you to know how their business works, so you can make it work even better. It is time for companies to re-think their sales process, and adopt a new, radical but practical, approach that produces stronger customer relationship to gain long term rewards. This approach is called Value Creation Selling. The new approach will help you to:
- Gain a deeper knowledge of your customer`s business
- Use this knowledge to improve your customer`s margins
- Show how your product or service and expertise is the winning combination
HOW WILL YOU BENEFIT
At the end of the 2 – Day Program, participants will be;
- Audit the selling methods and approaches.
- Learn how to select the right method and one that works for you.
- Master the lead generation process information and insights gathering about your customers.
- Save your time and resources by mastering the qualification process.
- Learn the science and art of hiring, managing and getting the best out of your sales team.
- Measure the results and improve continuously.
- Transform your sales team from order takers or hunters to harvesters and add value to your business.
METHODOLOGY
The training will follow the Andragogy principle i.e. adult learning principles. The main methodologies are:
- Presentations and lectures
- Exercises
- Case Studies
- Mind Sharing and discussions
- Pre-Course Questionnaire
KEY CONTENTS
MODULE 1: INTRODUCTION
- Trends in Business and sales process
- Different Business Models
- Business End-to-End
- How any business Makes Money
- Business success requires product, marketing & sales and operations
MODULE 2: MARKETING AND SALES
- Issues and challenges in today`s business
- The trends in Business and movement to experience economy
- Components of successful sales process
MODULE 3: BUILDING BLOCK I: PRODUCT KNOWLEDGE
- Importance of Product Knowledge
- The Product Brief and why we should use it
- Positioning the Product and identifying the primary and secondary target market
- Unique Selling Propositions
MODULE 4: BUILDING BLOCK II: EFFORT
- Trading of time and expertise for salary
- What is your time
- What is your expertise
- Your ongoing expertise requirements and the obligation to keep up with business acumen
- Daily, weekly, and monthly KPIs
- Law of Average
MODULE 5: BUILDING BLOCK III: SALES APPROACHED
- Sales Approaches and Selling Models
- Value Creation Sales process
- Value Creation Vs. other approaches
MODULE 6: COMPETENCIES OF VALUE CREATION SALES TEAM
- Needed competencies for Value creation Sales
- Measuring the results
MODULE 7: BUILDING BLOCK IV: SKILL–VALUE CREATION SALES PROCESS
- Sales process map
- Lead Research and Customer Insights Bank
- Qualification process
- Pitching Process
- Closing process
- Relationship Building Process
ENROLLMENT & ENQUIRY |
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